We are accustomed to think in terms of buyer-seller.Of course, it is a universal formula, but it has a number of solutions.Let's look at a new term that is increasingly being flashed in business conversations, but still very few people understand what is still in question.So, what is B2B?
Business to Business
Indeed, the term literally translated to English means "business to business".That is our end user is not a specific person, and certain company.One legal entity to another is selling their goods or services.For example, we have some information products that help optimize the accounting company.We contact with the director of the company "M" and offer him your product, and along with related services.That's what the B2B.
Simply put, this trade between the representatives of the business audience.This may include the provision of production needs, sale of equipment, software development, services for the development and promotion of sites, automation and optimization of business processes.Everything down to the offices of the companies supplying office equipment, paper, or cleaning services.
What is B2B and B2C
Then what is meant by a different formula - B2C?The main difference in the final buyer.In this case, you have the buyer - an individual.Yes, you can also offer equipment, goods and services, but not to companies or businesses, and consumers.The difference is that you have to build a different relationship.If in the case of corporate customers it is important to establish long-term partnerships in the B2C sector is all based on personal relationships.It is important to attract the attention of a mass audience to consider the love of the buyer to the discounts and bonuses, as well as the skill to play the spontaneous desires.
How to sell the business?
What is B2B-sale, and the difficulties here have to face?First of all, your task is not just a time to successfully carry out the sale, the main goal - is building a reliable partnership.It is necessary to bring about a long-term trusting relationships with top officials of the companies, those who directly make decisions.
And here, in contrast to the market B2C, you do not wait for the moment when the buyer will pay attention to you.You must actively offer itself.It is not a traditional flyers, ads in the press or on television, leaflets and banners.Corporate sales - is active selling.
Identify your customer
entrepreneurs - that's what the B2B-segment of the market.At the level of a specific organization is a director or as individual entrepreneurs when it comes to IP.
working with corporate clients, you need to clearly understand your target audience.At the same time, forming a proposal, you must start from the main task of his partner - to make their own businesses more profitable.He matter how your product or service will benefit him, how much profit will bring.
launching your business, carefully analyze the existing market, consider, in what sector to focus your potential customers.Learn as much as possible about their needs, expectations.
Learn competitive environment.Now on the market are very few unique products.Your goal - to make its offer more worthy in the eyes of the buyer.
be taken into account and that, in turn, your customer is a businessman.That is, he and his party also will carefully analyze the market for the best deal.
Technology Sales
What is B2B-market, in the wider context.But what sales techniques it is characterized?
It is here that a large share of take telephone sales.Of course, personal discussions with key individuals is very important.But, before the meeting, you must correctly build the system of cold calls.It is for the phone you have the opportunity to catch the customer form a stable incoming stream.
It's not just a "stupid" prozvanivat all who come handy.Your service must fulfill the telemarketing segment that is really interested in your offer.Analyze possible options in advance of calls, spent the probability of failure, consider what kind of benefits you can bring to your potential partners.
addition to telephone sales, work well and direct mailing offers.But in this situation you need to understand that some of your emails can be caught in spam.This means that your efforts be wasted.
And, of course, once you've got hold of the client, you should begin to systematically build friendly relations with him.You have to tie him to her.At this stage it is important to properly motivate managers involved in maintaining business relationships with customers.
Marketing
What is B2B?It is an effective system to find new corporate customers and a secure grip partnerships.Without marketing activities you can not do.It is not just about advertising.You need to plan your actions to reduce costs in the sales stage.It is no secret that only a small part of the phone calls productive.All the other end with nothing.
Your goal - to find out why this happens, identify weaknesses and work objections.Why is it better to do a marketer, not "sales people"?Simple methods of marketing research easier to identify failures accepted ways of offering goods or services.Yes and competent marketer can easily help to make sales letter.
Now that you know what a B2B and what is his "zest", it will be easier to promote their business and find reliable partners.
